Member Article

How to grow or scale up your business.

Growing your business is not easy. It takes skill, research and learning. There are different reasons why a CEO or leader would like to grow their business. The main reason is to make more profit. This generally equates to selling more units or services. Here are some tips on how to scale up your business.

Consider the objections to your product or service. Selling is a science. It is important to get ahead of the game. We always encounter objections in selling and we have to ensure we anticipate them and are able to overcome them. The amount of objections we will encouter are finite. If you do your due diligence then you can anticipate those objections prior to meeting your customer and client, challenge them and offer solutions.

Don’t be despondent. The art of selling requires practice. A honing of a skill. The objections are an important part of the selling process so come up with as many objections as you can and be resilient in facing them. Have a plan on how you would deal with and solve each objection. If you don’t deal with the objections then it may affect your confidence and stop you moving forward.

Be consistent in your approach. When it comes to figuring out the art of selling, practice really does make perfect. Never try to cut corners. Learn the skill properly. Don’t pick up bad habits. Be consistent in your approach.

Bad recruitment can lead to bad sales. Recruitment is key to a strong sales team. Recruiting the right people for the job will ensure your growth. When recruiting, focus on what is needed for your particular company. If a large part of your sales is telephone based, interview candidates on the telephone to ensure they have that particular skill. Once you have your team in place, be consistent with your training , ensuring that your company core values are at the heart of it. Do not allow bad practice to creep in and rot the team.

Craft and communicate a vision. Find your vision of the company and where you want it to be. Hire the right people and communicate your vision to them. Let them communicate your vision to the market place. That frees you up to continue to find the right people for each important role within your business.

Sports teams are successful because they have a system and a process. The coach follows this system and process and instills it into the athlete. Use this systems and process approach in your sales team recruitment. Get those in place and ensure that new recruits can and want to follow those systems and processes. Make sure that your team is hungry to make money. that they want to win more than lose.

Make sure you delegate. As the CEO or leader you were the first sales person to make the business a success. To grow the business you must be able to demonstrate your methods to others and teach them how to use the skills. Don’t compensate for people who do not perform. That behavior will hold you back. Do not let the thing that you are good at as the founder or CEO hold the growth of the company back.

This article is written by Peter Boolkah, a business coach and consultant with over 30 years experience in scaling up businesses.

This was posted in Bdaily's Members' News section by Lucy Hood .